Director, Client Management Unit

Job Purpose

To manage account portfolios, including onboarding new to bank, and client relationships under the client management unit; improve service quality levels, maintain an ongoing client interaction to ensure that the team’s objectives are constantly met and its revenue targets achieved, while maintaining client satisfaction and portfolio credit quality.

Policies, Systems, Processes & Procedures:

• Manage and ensure effective implementation of the functional policies, procedures and controls covering all areas of assigned department activity so that all relevant procedural/legislative requirements, fulfilled while delivering a quality, cost-effective service.

Client and Market Analysis:

• Participate in the financial analysis conducted on clients and their respective industries/ markets to identify potential opportunities and risks.

Client Relationship Management:

• Originate new business opportunities with target clients across banking products where applicable
• Examine & resolve credit, market and operational risk aspects of the transactions in collaboration with products and enablement units
• Maintain the credit quality of the clients relationships within the Portfolio to an acceptable level set by the Bank’s management
• Identify & develop cross selling opportunities and increase the cross-sell ratio with key clients.
• Maintain a satisfactory audit on the portfolio
• Learning & Development – Attend appropriate on and off-the-job training programs and ensure development and skill upgradation of team members.
• Ensure that all internal processes for existing portfolio and NTBs are met in line with the Bank’s policies & procedures.
• Adhere to process KPI’s and, ORM, BCP & Internal Audit requirements Support clients in their day-to-day banking requirements along with support functions [Operations, CAD, Client Services etc.] point of escalation to resolve any operational issue faced.
• Submission of call reports along with noting and diarizing the action points for follow ups [internal and external constituents]
• Ensure all clients’ files/documents are maintained and filed with CAD, LPM etc.
• Ownership of KYC process (NTB and review/renewal) of accounts/assigned accounts under the unit, ensuring onboarding/review/renewals are completed within standards TAT to ensure consistency with the Bank’s KYC, AML policies and regulatory requirements.
• The day-to-day management of low-revenue single product clients tagged under the CMU unit.
• Work with the relevant units to exit relationships that are not within the IB classification and have no potential to grow and tagged under CMU
• Manage the operational work regarding the accounts
• Ensure compliance with regulatory requirements, internal policies in the client’s interactions and transactions

MIS and Reports:

• Review and analyse financial statements, MIS and reports to keep track of performance vs. budgets

Minimum Qualification:

• Bachelor’s degree in Finance or related discipline;

Minimum Experience:

• 5-10 years of experience in investment banking managing FIG client relationships.

• Knowledge of the FIG client case, investment banking & wholesale banking products and services
• Ability to work under pressure and adjust quickly to changing priorities
• Ability to analyse and research information
• Banking software systems proficiency
• Data analysis and financial modelling skills
• Computer proficiency, Data analysis and financial modelling skills
• Strong Communication skills (written and verbal)